Account Director, Strategic Accounts

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Job Description:
*** Sales Territory to include Ohio, Pennsylvania, and the surrounding market.***
The Cox Automotive Director, Strategic Accounts is responsible for growing and maintaining a book of business across all Cox Automotive solutions groups (i.e., Retail Solutions, Inventory Solutions, and Media Solutions). The Director, Strategic Accounts will bring Cox Automotive’ s best ideas, innovation and solutions to their assigned dealer clients (i.e. book of business) and match these to the clients’ business goals, driving greater business value and relationship alignment between Cox Automotive and the client. The end result for the client is increased satisfaction with Cox Automotive as a valued partner.
As a Director, Strategic Accounts, you will be responsible for partnering with all team members associated with the account to conduct account planning, identify & manage account lifecycle and set & execute client strategy to drive greater share of wallet while providing a superior client experience. The end result for Cox Automotive is a deeper relationship with our clients as a trusted partner, an increased solutions footprint and the positioning of Cox Automotive as a provider of unprecedented value in the marketplace.
The Director, Strategic Accounts is also accountable for managing the business growth of his or her entire book of business, driving opportunities through the sales cycle from qualification to close and ensuring that all members of the account team are being appropriately leveraged. High collaboration and constant communication with the account team will be required.
Key to this role is the ability to manage and enhance C-Suite relationships and articulate the value of Cox Automotive brands in a changing and challenging marketplace. In addition to the industry and business acumen needed for the role, the Director, Strategic Accounts should also possess a grasp of the business value of our Media, Inventory and Retail solutions in combination with exceptional consultative expertise at the executive level.
The Director, Strategic Accounts works closely with the entire account team to drive the client relationship and ensures Cox Auto / client relationship alignment with key decision makers and influencers in order to execute the overall client strategy.
You will also serve as the escalation point for issues that impact the client’s success and are accountable for issue resolution and risk mitigation. The Director, Strategic Accounts maintains strong internal working relationships with EDP leadership in order to secure the resources and investment needed to drive client success.
This role will spend a signification amount of time in the field working with clients and will be required to travel to national activities such as dealer client locations, industry conferences, and Cox Automotive Brand marketing events. Occasional travel to national events including the Cox Automotive Sales Summit, NADA and corporate meetings is also required.
This is a significant opportunity to become part of an emerging team focused on key Cox Automotive clients, with the potential to help define the vision for how we grow and deliver for the future.
Job Responsibilities:
• Manage C-suite and major decision maker relationships within a book of business, advise clients on business and industry trends and help them derive maximum value from their investment in Cox Automotive brands.
• Help the C-suite and major decision makers identify and establish a strategic roadmap or blueprint for business success and position Cox Automotive as the partner to help them achieve their vision.
• Partner with full account team to develop a comprehensive understanding of the client’s business challenges and objectives in order to appropriately map Cox Automotive solutions and the associated business benefits to their needs.
• Identify any risks to the client achieving their stated business goals and develop a risk mitigation plan, which may include:
• Providing designated sales experts and rooftop support
• Reviewing & analyzing financial information, business processes and KPIs to understand client performance, discover problems and identify opportunities for improvement
• Work with the full account team to identify new opportunities, drive revenue growth and increase Cox Automotive solution footprint.
• Identify, input and manage qualified sales opportunities in Salesforce.com.
• Ensure client retention through the contract renewal cycle and, where necessary, support the renewals process to minimize client attrition.
• Influence and enlist other internal functional support services (e.g. marketing, operations, pricing, product, etc.) as needed to ensure client success and revenue growth for Cox Automotive
• Closely coordinate with Account team (Portfolio Owner, Solution Experts, Performance Consultants, Sales Engineer, Value Strategist) involvement with account management activities:
• Develop proposal that meets client's needs
• Present proposals to client and obtains final approvals from client and Cox Auto
• Use selling skills to increase market share within assigned accounts
• Collect, organize and report on external data that impacts the client
• Evaluate and report on clients’ strategic business moves, including purchases, sales, and distribution
• Validate stage result with client
• Create and deliver remarketing plans to the client and impacted operating units
• Participate in trade and industry events as well as client meetings
• Assist in launching go-to-market strategies for any new business segments at the client
• Analyze competitors, industry trends and other critical determinants to assess the Strategic Account segment’s growth and expansion opportunities
• Communicate performance to Portfolio Owners as it relates to revenue, sales, volume and retention
• Implement business process improvement solutions to solve customer needs
Qualifications:
• BA/BS degree (or equivalent; MBA or advanced degree preferred)
• Minimum 5-7 years relevant sales experience in the Automotive Industry (vendor and/or retail automotive experience required)
• Expertise and experience managing large, complex accounts at the most senior business levels (C Suite and other major dealer group executives)
• Experience with account portfolio planning and opportunity prioritization
• Executive-level communication and interpersonal skills, with the ability to effectively navigate and mediate conflict and foster honest dialog
• Knowledge of Cox Automotive product suite and business benefits
• Proven effectiveness at leading and facilitating executive meetings and workshops
• Ability to prioritize, multi-task, and perform effectively under pressure
• Strong executive presence and polished communication skills
• Excellent problem solving capabilities
• Action oriented
• Ability to travel (approx. 80%)

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